The Banker’s Perspective: Craig Talks with Chris Lawrie on Funding, Growth, and Smarter Business Decisions

In this episode of The Know Your Numbers Podcast, Craig Alexander Rattray sits down with Chris Lawrie, Area Director for SME Banking at the Bank of Scotland, to uncover the realities of business banking, funding, and how SMEs can best engage with their bank. Chris debunks the common myth that "banks aren’t lending," explaining how businesses can position themselves for funding success and why early engagement with your bank is key. From working capital and funding growth to understanding gross margin and financial forecasting, this episode is packed with practical advice for business owners looking to scale with confidence. Key Topics Discussed: ✅ Why banks do want to lend – but need your help to make it happen ✅ How business owners can build stronger relationships with their bank ✅ The importance of financial forecasting for securing funding ✅ Working capital: Why you should arrange funding before you need it ✅ How Scottish Enterprise and government-backed schemes can fuel business growth ✅ Why focusing on gross margin is just as important as chasing revenue Key Takeaways: 💡 “When I hear people saying banks aren’t lending, it’s like saying to a house builder, ‘you’re not building houses.’” – Chris Lawrie 💡 “The earlier you engage with your bank, the quicker they can understand your business and support you.” 💡 “Business owners often focus too much on top-line revenue – but it’s gross margin that really matters.” Memorable Quotes: 📢 “If you don’t know your numbers, you’re just guessing – and guessing doesn’t pay the bills.” – Craig Alexander Rattray 📢 “Banks aren’t just there to provide finance; they also have a responsibility to make sure businesses can afford it.” – Chris Lawrie 📢 “Get your bank around the table early – they’re not just lenders, they can be strategic partners in your growth.” – Craig Alexander Rattray Timestamps: 01:06 Role of Bank of Scotland in Supporting SMEs 02:39 Challenges and Support for Growing Businesses 05:37 The Importance of Forecasting 05:53 Debunking the Myth: Banks Aren't Lending 08:05 Understanding Business Financials 14:35 The Role of Working Capital 22:18 Government Lending Schemes 26:10 Barriers to Business Growth 32:58 Transitioning to Net Zero 35:16 Final Advice for Business Owners Resources Mentioned: 📌 Bank of Scotland SME Banking – Learn more about how Chris and his team support businesses across Scotland. 📌 Scottish Enterprise – A valuable funding resource for scaling businesses. 📌 Know Your Numbers Website – Discover how Craig helps business owners take control of their finances and drive sustainable growth.